The Solutions Consultant, Digital Health and Innovation Senior Director (FIT) is a senior, customer-facing commercial leader responsible for driving revenue growth by accelerating market adoption of Fortrea Intelligent Technology (FIT) solutions across FSO, FSP, and SaaS clinical trial delivery models. This role operates as a strategic pre-sales and deal-shaping leader—owning executive-level discovery, value/ROI storytelling, solution positioning, and bid strategy to improve win rates and expand FIT penetration within target accounts.
This role partners closely with Sales/Business Development, Product Management, Solution Consultants, Clinical SMEs, and Marketing to translate market and customer insights into differentiated go-to-market messaging, proposal strategies, and customer engagement plans. Success is measured by pipeline influence, bookings contribution, proposal wins, FIT attach/adoption, strengthened sponsor relationships, and consistent compliance with SOPs and required training.
Summary of Responsibilities:
Pipeline & Revenue Acceleration (Pre-Sales Ownership)
Drive new business opportunities and revenue growth by positioning FIT solutions within sponsor strategies and Fortrea delivery models (FSO/FSP/SaaS).
Own and execute pre-sales motions for priority opportunities: executive discovery, solution workshops, value mapping, pricing/value alignment inputs, and close-plan support in partnership with Sales/BD. (Sales-forward framing; consistent with pre-sales intent stated in your email.)
Influence pipeline progression by creating compelling business cases that clearly articulate FIT ROI, value proposition, and differentiation.
Maintain active coverage of strategic accounts and pursuits (e.g., account planning, stakeholder mapping, executive relationships) in close alignment with Sales leadership. (Sales-forward framing.)
Proposal Strategy, Bid Defense & Win Themes
Partner with key internal stakeholders during proposal development, early customer engagement, and bid defense to develop winning strategies and differentiated solution narratives.
Build and deliver FIT-specific win themes (why Fortrea + why FIT + why now), including quantified outcomes where available (productivity, quality, speed, predictability).
Support consistent, high-quality proposal content and messaging that clearly positions FIT as a differentiator in competitive pursuits.
Executive Sponsor Engagement & Customer Intimacy
Identify, engage, and build strong relationships with key decision-makers at pharmaceutical companies, CROs, and biotech firms; operate credibly with C-suite and functional executives.
Maintain sponsor partnerships by providing consultative guidance on FIT capabilities, adoption pathways, and best-fit use cases aligned to customer goals and trial needs.
Lead executive briefings and product demonstrations in partnership with Solution Consultants and Clinical SMEs; tailor demos and narratives to buyer personas and outcomes.
Market & Product Feedback Loop (Voice of Customer)
Work closely with Product Management to provide field feedback, inform roadmap strategy, and ensure deep understanding of market trends, customer needs, and competitive landscape.
Translate market intelligence into actionable GTM improvements (packaging, messaging, proof points, objections handling) to improve adoption and win rates.
Thought Leadership & Market Presence (Demand Creation)
Collaborate with Marketing to build FIT presence through papers, webinars, conferences, and symposiums; represent Fortrea externally as a digital health and technology adoption leader.
Speak at internal and external events representing Clinical Technology and Fortrea; support demand creation and credibility-building across target markets.
Cross-Functional Enablement (Sales Readiness)
Promote awareness of FIT internally; enable Sales, Delivery, and Clinical teams with talk tracks, positioning guidance, and client-ready materials.
Partner with Clinical Technology leadership to create differentiation and drive rapid market uptake of Fortrea solutions.
People Leadership (As Needed) & Compliance
As required, lead and develop direct reports/junior team members (hiring, coaching, mentoring, performance management) to scale commercial coverage and FIT adoption.
Assure 100% compliance with SOPs, timesheets, and mandatory company training.
Qualifications (Minimum Required):
Bachelor’s degree required (or equivalent industry experience).
Deep expertise in clinical trial technologies and/or digital health solutions, with demonstrated success in customer-facing roles (commercialization, solutioning, implementation leadership, or hybrid).
Experience (Minimum Required):
Extensive experience in clinical operations, clinical data management, and/or clinical technology roles within pharma/biotech/CRO/vendor environments.
Experience with technology implementation on global studies at a sponsor, CRO, or vendor.
Strong customer network across pharma and biotech and ability to build executive-level relationships.
Thorough knowledge of regulatory guidelines and global regulations (GCP/ICH, FDA/EMA/CHMP, 21 CFR Part 11, GxP validation), especially relating to digital/mobile health.
Proven ability to facilitate customer design/solution sessions for complex architecture and workflow integration; strong performance under tight timelines.
Preferred Qualifications Include:
Proven record of influencing pipeline and winning complex pursuits through consultative solutioning, differentiation, and executive storytelling. (Sales-forward framing.)
Strong understanding of clinical trial workflows/terminology (e.g., RBQM, CTMS, EDC, CDISC, QTLs/KRIs).
Exceptional communication, presentation, and negotiation skills; confident public speaker.
Demonstrated ability to influence across matrixed teams (Sales, Product, Clinical SMEs, Marketing, Operations) and propose process improvements.
Comfortable operating in a fast-paced, remote environment with travel (~25%).
Physical Demands / Work Environment:
Work Environment:
Work is performed in an office environment with exposure to electrical office equipment.
Occasional drives to site locations with occasional travel both domestic and international.
Travel is 25%
Physical Requirements:
Frequently stationary for 6-8 hours per day.
Repetitive hand movement of both hands with the ability to make fast, simple, repeated movements of the fingers, hands, and wrists.
Occasional crouching, stooping, with frequent bending and twisting of upper body and neck.
Ability to access and use a variety of computer software developed both in-house and off-the-shelf.
Light to moderate lifting and carrying, or moving of objects, including luggage and laptop computer with a maximum lift of 15-20 lbs.
Regular and consistent attendance.
Varied hours may be required.
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